Available Coaching Programs |
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Title: |
Description:
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Sales representatives only meet a new customer for the first time once. What they do at that time sets up
the relationship they will have from that time forward.
In a recent consumer research article in the Wall Street Journal, 57% of the respondents stated the reason they did not buy was because they didn’t like the salesperson. This means that customers are more likely to say yes to someone they like.
However, before customers can like sales representatives, sales representatives must demonstrate through words and actions they like customers. The strategies for liking are present in the Connecting process.
There are six distinct elements which make up the Connecting process:
1. Attitude
2. Presentation
3. Building Rapport
4. Determining Needs
5. Determining a Sales Strategy
6. The Greeting Itself
Successfully completing the Connecting Workshop will enable your sales representatives to:
o Demonstrate a positive mental attitude that communicates a sense of appreciation and
understanding for your customers.
o Understand that a sales presentation is more than a sales pitch; it encompasses the way the
builder, community, financing, homesites, homes, and location are presented to your potential
homebuyers.
o Communicate effectively and efficiently with all homebuyer types by utilizing rapport building sales
principles.
o Transition from connecting to asking discovery and qualifying precise decision-making questions.
o Change listening habits that affect your sales representative’s ability to understand, with clarity,
what a prospect needs, wants, and is important.
o Determine a selling and buying strategy based upon available time.
o Understand how to bring about one of the four sales presentation objectives that ensures a
prospect return visit.
o Learn how to seamlessly put together the whole Connecting process that will make certain your
salespeople spend more time with each customer.
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| About The Coach: |
Bob Hafer’s 36 years of experience make him the most experienced and knowledgeable new home sales trainer in the home building industry.
Bob has held 11 different positions ranging from new home sales specialist to division president. Since 1995 he has provided new home sales training, merchandising, and marketing strategy to over 80 homebuilders coast to coast.
Does his sales training process work? Absolutely! He has trained thousands of successful new home sales consultants, and many are now in high level sales management positions.
His vigorous "how to" sales training Seminars and Workshops translate into a unique and productive learning experience for each salesperson, building confidence, improving sales techniques, and significantly boosting sales.
With unmatched insights into the mysteries and marvels of successful new home sales, Bob Hafer’s’ seminars and workshops provide a revolutionary learning program that gets results! |
| Approximate Cost: |
$5,000.00 (one-time fee) |
| More Info: |
Contact This Coach
This is a great opportunity to interview the Coach or get your questions answered!
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